When technology provider Voltage Security Inc. launched its Internet communications encryption software in 2003, vying for the attention of prospective customers and partners in a highly competitive market sometimes felt like being the unknown guest at a cocktail party full of old pals.

Voltage executives weren’t always sure of how to engage specific Microsoft product teams for access to technical resources and development insights that could help keep its Identity-Based Encryption (IBE) technology smoothly integrated with Microsoft Office Outlook and Microsoft Office Exchange Server. Also, since the Palo Alto, Calif.-based startup company lacked a proven track record in the market, some of its sales prospects were wary about trusting Voltage to secure their Outlook and Exchange systems.

Voltage found the ally it needed in the Microsoft Emerging Business Team (EBT), which works closely with selected technology start-ups to nurture their success in building and marketing innovative products on the Microsoft software platform. EBT representatives helped arrange meetings for Voltage with the Outlook, Exchange and security developer groups to clarify how its technology aligns with Microsoft products. In addition, EBT linked the company to a variety of Microsoft partner support programs, including the SecureIT Alliance, that have helped raise its profile with key customers.